What percentage of your business comes from business referrals? What if business referrals were a larger percentage of sales? New business comes from multiple sources (i.e., clients, web, networking, and business referrers). Each source takes time, and some produce...
Whether you are the VP of Sales, Sales Manager, or Owner, you feel the pressure to: Meet sales targets. Build customer relationships and know buyer behavior patterns. Manage sales operations and processes. Communicating with sales reps, prospects, and clients creates...
Ellen Rhodes, VP of Sales for ResTech (RT), has 5 salespeople and installs residential audio, visual, and security systems. Three years ago, Ellen felt the pressure of her position: Meeting sales targets. Building customer relationships and knowing buyer behavior...
Alice Smith owns Hair Products Unlimited, an online retailer. She has lost customers to competitors and is struggling to solve this problem. Alice realized that; She had no customer nurturing process. She only communicated to customers when they purchased. She knew...
Matt Malarkey owns 2MCom, a managed services company. 2MCom faced a tough problem: Sales declined over the past 2 years and Matt realized that inconsistent follow up was the culprit. He also knew that he and the sales team did not spend enough time with current...
Sally Steiner, VP of Sales, is exhausted. Her sales team is driving her nuts, prospects don’t respond, and her boss is anxious for new sales. What can Sally change to overcome her exhaustion? How do I Know if I have Follow Up Fatigue? Follow Up Fatigue (FUF) sneaks up...
